Module 2: The Importance of Service

Why Sell Service?

Selling service is beneficial to two primary groups of people:

		You, as a Cisco reseller or partner.
		Your customer.

As we have already begun to emphasize, your customers ARE going to need service and assistance from you to:

		Support them during critical network down times.
		Supply them with equipment and parts, as appropriate.
		Provide them with updates to their networking software operating systems and network applications software.
		Help them build a successful technological foundation for their business.
		Address questions and concerns that arise throughout the lifecycles of their equipment.

It is critical to emphasize the items above to your customers when talking to them about service. Explain to your customers that it is much harder to guarantee the success of their network and the products that depend on it without a contingency plan in place to support it.

Many customers will quickly realize that the risk associated with not having an appropriate service and support plan in place increases the chances if something goes wrong, they may not have the ability to resolve the problem on their own.

It is very important to ask your customers, “Are you willing to take that risk?”

It is also critical to ask yourself, “Do I want to run the risk of not having a service plan in place and dealing with an extremely dissatisfied customer?”

Investment in equipment protection through a service contract provides peace of mind for both your customer and you.

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